Software Buying 101: From selection to implementation, for any organization

Don’t Be Afraid to Get Rid of a Pushy Salesperson

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You’ve decided on your short list of software options, watched their product demos, and talked with their salespeople—but you still have a lot of questions before making a final decision. This is the point in the buying process when some salespeople start to get aggressive. They’re this close to sealing the deal and all they need is your signature.

I’ve heard lines like:

“Frankly, I have some serious concerns about you and the fact that you’d even look at companies X and Y when we’re clearly light years ahead of them.” (Concerned that I’m weighing my options??)

And

“I’d really check into company X’s reputation if I were you. Do you really want to be associated with someone who has so little respect in the industry?” (I checked, and company X’s reputation was perfectly fine.)

These salespeople just wanted to land the sale but instead they left me confused and a little offended. Did they think I was that easily swayed or intimidated? That’s when I realized—you can’t judge a product by the person selling it. Maybe it’s the end of their sales quarter, maybe they’re under pressure to meet a specific goal or maybe it’s just their personality.

Whatever the reason for the pushiness, you don’t have to put up with it and you don’t have to eliminate that product from the running either. While it’s possible this sales vibe could be indicative of the company’s entire culture, it’s often not. It’s okay to ask for another salesperson. Think back on your process with the company. Have you dealt with anyone else before this person? If so, call them and ask them to connect you with someone else. Or simply say, “I’d like to work with a different sales representative going forward.” Admittedly, it’s not a fun conversation to have but if it helps you make the right decision for your business you need to have that talk.

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About the Author

Besa Pinchotti

Besa Pinchotti is Marketing Director at Capterra. By day, she helps connect buyers and sellers of business software. By night, she uses her skills as a former journalist to tell the stories of troubled software buyers so the world can learn from their lessons.